30 Minutes to President's Club | No-Nonsense Sales
Hall of Fame: Charles Muhlbauer Ep. 25
Jan 29, 2024
Charles Muhlbauer, Hall of Fame, discusses tactics and strategies to enhance sales interactions, including uncovering the truth with prospects, handling dissatisfaction, setting expectations, and using head trash in sales conversations. The hosts also mention LinkedIn mentions, closing pipeline, and a deal acceleration cheat code sponsored by Pipe Drive.
25:00
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Quick takeaways
- Using the 'I'm sensing' approach to uncover prospects' concerns and create transparency in the discovery stage.
- Using humbling disclaimers and seeking clarification to foster trust, authenticity, and open communication with prospects.
Deep dives
Key Points about Discovery and Negotiation
During the episode, Charles Mulvour discusses several key tactics for the discovery and negotiation stages of the sales process. One tactic is the 'I'm sensing' approach, where the salesperson gets to the truth of a prospect's concerns by stating their observations. Another tactic involves using two possible outcomes during a discovery call or demo, which helps the prospect evaluate their interest in further discussions. Mulvour also emphasizes the importance of getting to the truth at the end of a demo by asking prospects to rate their interest on a scale of one to ten. These tactics aim to create transparency, build trust, and facilitate effective communication between the salesperson and prospect.
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